Are Data and Technology Actually Hindering Inside Sales Teams?

A customer-needs-focused philosophy is just as important for inside sales teams as it is for the external salespeople—in some ways, even more so.
By Will Milano
What’s on the minds of inside sales leaders as we head into mid-year? We had a unique vantage point at the AA-ISP Leadership Summit last month, a great event where we were able to get the pulse of attendees at the world’s largest gathering of inside sales leaders. In addition to talking with inside sales leaders in the exhibit hall, our CSO Bruce Wedderburn and CEO Mike Esterday facilitated an interactive session on why you can’t teach people to sell by teaching people to sell.
We had a chance to poll attendees at our booth about some of the top inside sales team and sales leadership challenges their organizations are experiencing. The two biggest challenges that came up on the “sales team” side of the board outpaced all